Commercial Sales Manager, Growth

Qualifications

• History of leading teams that drive significant portion of their own pipeline
• Experience in a closing role prior to assuming leadership responsibilities
• Experience managing existing customers and their renewals
• Experience leading teams in a solutions sale that requires multiple stakeholder signoff before purchase
• Experience helping teams develop business cases and ROI documentation
• Experience leveraging Salesforce.com, Outreach.io, ZoomInfo, LinkedIn and 6Sense

Responsibilities

• You will lead a team of 6 - 8 Account Executive sellers
• In this role, you will enable AE’s success through regular deal coaching, mentorship, and executive alignment
• You’ll help AEs establish senior points of contact within their book to drive account health and upsell
• You’ll partner with cross functional teams such as Solutions Consultants and Customer Success Managers who are on deck to help the Commercial AE team be successful
• The Commercial AE team focuses on value selling to ensure we’re building an effective business case throughout the sales process that demonstrates an undeniable ROI
• You’ll partner with your leadership peers to refine and implement our processes
• As a Sales Manager, Commercial, Growth, you will teach AE’s how to act as the CEO of their business and enable them to successfully execute a territory plan and exceed quota
• You will enable sellers to execute a sales process, which requires understanding their prospects' needs and pains, and alignment on bespoke account plans to address the goals of each account
• Location: Remote position based out of the Bay Area
• Contribute to our winning environment by facilitating a culture of self development and accountability
• Teach AE’s how to build and manage a territory plan that builds a path to quota achievement
• Our AE’s prospect their own pipeline by leveraging the Outreach platform
• You will teach AE’s how to prioritize their time so they can execute tasks including daily research, cold calling, sending email campaigns
• AEs leverage tools such as 6Sense, ZoomInfo and LinkedIn
• Train AEs to lead strong discovery calls where they identify the pain and needs of senior executives (CEO, CRO, CFO, CMO, VP of Sales Operations)
• Enable AE’s to articulate how the Outreach platform’s will solve customer pains, through demoing and value proposition
• Coach AE’s to maintain deal momentum with a typical 30-60 day sales cycle
• Identify risk within deals by using the MEDDPIC methodology and work with your team, internal partners and executives to mitigate those risks
• Forecast deals and team attainment using Outreach’s forecast methodology

Benefits

• Compensation for this role is comprised of a base salary and a variable component, ranging between $175,000 - $285,000
• You may also be offered incentive compensation, restricted stock units, and benefits
• Actual compensation is based on factors such as the candidate's skills, qualifications, and experience
• Generous medical, dental, and vision coverage for full-time employees and their dependents
• Flexible time off
• 401k to help you save for the future
• Company-organized and personal paid volunteer days to support the community that supports us
• Fun company and team outings (or virtual events these days!) because we play just as hard as we work
• Diversity and inclusion programs that promote employee resource groups like OWN (Outreach Women's Network), AAPI, Rainbow (LGBTQIA+), Gender+, LatinX, Black Excellence, Disability Community, and Veterans
• A parental leave program that includes not just extended time off but options for a paid night nurse, gradual return to work, and the Gottman Institute's Bringing Home Baby course for new parents
• Employee referral bonuses to encourage the addition of great new people to the team
• Plus, unlimited snacks and beverages in our kitchen